Business Development Manager (Controls & Automation)

Shermco Industries; Louisiana (MO); On-site; USD 90,000 - 140,000; Full time

Job summary

Shermco Industries is seeking a high-impact Business Development Manager to own pipeline development across the Western United States. The role demands a hunter mindset to open doors and advance opportunities in key markets while collaborating with Territory Account Managers.

The candidate should blend technical credibility in controls and electrical systems with a proven ability to open doors and influence early project development, preferably with experience selling system integration or

Qualifications

• Experience building pipeline from zero in new or underdeveloped regions.
• Ability to identify opportunities early, influence specifications, and improve hit rate.
• Demonstrated success in selling system integration or engineering solutions.

Responsibilities

• Own and drive pipeline development across the Western U.S. with accountability for opportunity creation and progression.
• Identify and engage target customers, GCs, and end users in key markets such as semiconductor, advanced manufacturing, and energy infrastructure.
• Develop and execute territory and account strategies to establish SSI in underpenetrated regions.
• Proactively engage customers before RFP stage, influencing project scope and SSI positioning.
• Build and maintain relationships with engineering, operations, maintenance, and capital project stakeholders.
• Translate customer challenges into actionable opportunities across SSI service lines (system integration, electrical engineering, field services).
• Lead early-stage solution development, coordinating with engineering to shape scope, approach, and positioning.
• Maintain pipeline management within CRM tools (forecasting, activity tracking, reporting).
• Represent SSI at industry events, site visits, and strategic customer engagement.
• Partner with operations, engineering, and leadership to align pursuits with execution capability.

Skills

Business development

Technical sales

Pipeline development

Relationship management

Travel readiness

Industrial automation

CRM familiarity

Education

Bachelor’s degree in electrical engineering or related discipline

Tools

Salesforce

HubSpot

Job description

Since 1974, Shermco has become North America’s largest and fastest growing NETA-accredited electrical testing organization. In addition to testing, our Systems Integration division, Professional Engineering division, and Rotating Machinery division place Shermco in a position to handle all things electrical & controls. All work is performed with an emphasis on safety and client service.

Shermco System Integration (SSI), under Shermco Industries, is a leading provider of Electrical, Instrumentation, Controls, and Automation solutions serving industrial markets across North America. SSI delivers comprehensive engineering, programming, integration, control panel manufacturing, and field services that ensure our clients’ systems operate safely, efficiently, and reliably. From PLC/SCADA design and programing to UL508A panel fabrication, commissioning, and field execution, SSI provides full turnkey solutions across a variety of industries & end markets.

The Opportunity

We are seeking a high-impact Business Development Manager (BDM) to own and drive pipeline development for Shermco System Integration (SSI) across an assigned territory in the United States. This role is a true hunter position responsible for identifying, creating, and advancing new opportunities in key growth markets, while leveraging the local Territory Account Managers. The BDM will be accountable for building a sustainable, qualified pipeline and expanding SSI’s presence in regions where we have limited or emerging coverage.

The ideal candidate combines technical credibility in controls and electrical systems with a proven ability to open doors, influence early project development, and position solutions before projects reach public bid. This role requires a highly proactive, self-directed individual who thrives in ambiguity and is motivated by building something new. We are seeking someone with either hands-on technical experience, or who has specifically sold system integration solutions / engineered control solutions vs. products

Travel: ~50% (Western U.S.)

Responsibilities

• Own and drive pipeline development across the Western U.S., with clear accountability for opportunity creation, qualification, and progression
• Identify and engage target customers, GCs, and end users in key markets including:
• Semiconductor
• Advanced manufacturing
• Oil & gas / energy infrastructure
• Develop and execute territory and account strategies to establish SSI in underpenetrated regions
• Proactively engage customers before RFP stage, influencing project scope and positioning SSI as a preferred partner
• Build and maintain relationships with engineering, operations, maintenance, and capital project stakeholders
• Translate customer challenges into actionable opportunities across SSI service lines:
• System integration and modernization
• Electrical engineering (480V and below)
• Field services, commissioning, and startup support
• Lead early-stage solution development, coordinating with engineering to shape scope, approach, and positioning
• Maintain disciplined pipeline management within CRM tools, including forecasting, activity tracking, and reporting
• Represent SSI in the market through industry events, site visits, and strategic customer engagement
• Partner internally with operations, engineering, and leadership to align pursuits with execution capability

Qualifications

• 7+ years of business development or technical sales experience in industrial automation, electrical systems, or system integration OR 5+ years of direct technical / hands-on experience in the controls & automation space
• Bachelor’s degree in electrical engineering, industrial technology, electronics technology, or a related technical discipline or strong relative experience may be considered in lieu of a technical degree
• Demonstrated success or ability in building pipeline from zero or low baseline in new or underdeveloped regions
• Proven ability to identify opportunities early, influence specifications, and improve hit rate

Working knowledge of PLCs and automation systems, including:

• System architecture, I/O layout, and control philosophy development
• PLC migration and modernization from legacy platforms (e.g., PLC-5, SLC 500, Siemens S5/S7)
• Integration of PLCs with HMIs, SCADA, and plant networks
• Basic programming concepts (ladder logic, function block, structured text)
• Hands-on familiarity with major automation platforms:

Basic knowledge of:

• SCADA & HMI software: Ignition, Wonderware/AVEVA, FactoryTalk, etc.
• Instrumentation & Controls: loop diagrams, I/O systems, calibration, and field terminations, sensors, transmitters
• Electrical systems: LV and MV drives, relays, VFD/soft start systems, and protective schemes
• Electrical engineering fundamentals: load lists, cable routing, arc flash, and area classification
• Excellent communication, presentation, and relationship-building skills
• Highly self-motivated with strong organizational discipline and follow-through
• Willingness to travel regionally (~50%)

Desired (not required) Qualifications

• Experience selling control system integration, modernization, or automation upgrades projects
• Experience developing relationships with corporate engineering, maintenance, or capital project teams
• Understanding of NFPA, IEEE, ISA, and PJM or NETA standards
• Experience selling into semiconductor, advanced manufacturing, energy infrastructure markets
• Experience working with or selling alongside EPCs, GCs, OEMs, or large industrial clients
• Experience engaging with technical stakeholders and translating operational challenges into scoped opportunities
• Strong commercial acumen with the ability to prioritize high-value opportunities and manage long sales cycles
• Familiarity with UL508A panel fabrication, commissioning, and field services execution
• Existing network or relationships within Western U.S. industrial or infrastructure markets
• Track record of expanding geographic footprint or launching new territories
• Proficiency with CRM tools (Salesforce, HubSpot, etc.) and Microsoft Office

Additional Requirements

• Must be able to pass a pre-employment drug test and periodic, unannounced random drug tests
• Must be able to pass a pre-employment criminal background check
• Must have a valid driver’s license, and currently have and be able to maintain a good driving record
• Must be eligible to work in the U.S. without need for employer-sponsored visa (work permit)